If you want to be successful in roofing sales, you and your team must bring an exceptional touch to each and every presentation. According to a Roofing Contractor survey, 76% of homeowners said the contractor they hired talked about service differences between them and other contractors. To make sure you stand out from the competition, it's important to highlight what makes your company a better choice than other local contractors. Whether it's your team's RB4000, the ability to handle complex projects, or another factor, emphasizing these points can help you win the proposal.
The way you prospect for customers may vary depending on the roofing company you work for. You might be running campaigns or doing door-to-door sales. In this case, your selection process could involve determining which neighborhoods are most likely to need roofing work or which neighborhood your company could target. Alternatively, you could be making cold calls or following up on leads your company gives you through marketing initiatives.
Building relationships with potential customers is key to successful roofing sales. If you have a common interest, it's okay to take a break from talking about business and strengthen ties based on shared interests. Additionally, showcasing your company's high-tech approach is another way to demonstrate the strength of your brand. For example, GAF offers applications and other tools to help potential customers determine which roofing product is right for their home.
When it comes time for the sales presentation, make sure you provide a complete digital estimate of the cover. Show them photos of the materials you both have discussed; the start date and the expected end date; the breakdown of the costs involved; and two or three main reasons why your company is uniquely qualified to deliver the best result. If you offer lifetime warranties for asphalt roofs and the lifespan of asphalt roofs is 25 years, then make people see how long 25 years really are. A GAF survey found that 96% of contractors who replace high-volume roofs offer more than one shingle option to homeowners and 80% have three or more options.
To avoid those dreaded months when the calendar is empty, consider implementing some of these 15 little-known roof sales strategies:
- Provide excellent service that satisfies your roofing customers.
- Take advantage of digital tools and applications.
- Focus on building relationships with potential customers.
- Highlight what makes your company a better choice than other local contractors.
- Offer more than one shingle option.
- Provide a complete digital estimate of the cover.
- Demonstrate how long warranties last.
- Make sure prospects understand their options.
- Focus on customer needs rather than product features.
- Make sure prospects understand their options.
- Focus on customer needs rather than product features.
- Make sure prospects understand their options.
- Focus on customer needs rather than product features.
- Make sure prospects understand their options.
- Focus on customer needs rather than product features.
